When it comes to early order programs (EOP), price is often just the start of negotiations and I always suggest that you look at the total value of your individual agreements. I know that many people who do not utilize or see value in EOP programs say something like this, “it is only a few percent cheaper than if I wait and only buy what I need in the month for the month” and depending on how well you shop and secure options this could be true. However, I have had many years where we covered 90 percent of our chemical line items through EOP and saved tens of thousands of dollars and benefited from other perks of strong EOP partnerships.
Here are a few things to look for in maximizing the value of an EOP beyond obvious pricing advantages.
- Delayed terms of payment, EOP invoices due in May, June or July of the following financial year, improved cash flow
- Special delivery dates or product warehousing or storage
- Gift cards or other loyalty items for spending at agreed upon levels
- Free attendance at regional product trade shows or education
- Program warranties, buy partnered products apply at recommended rates and intervals and should the product fail to perform free additional product will be provided to ensure satisfaction. Example would be products for preemergent weed control backed by post emergent products provided free if out breaks or weed pressure occur. Insurance to reduce the risk of trying new or different technology during an EOP buying period.
- Product support, how strong are the vendor representatives and the relationship to the club and/or superintendent, can they be a resource towards the success of the product, problem solving etc.…
The important thing to remember is that successful EOP programs require a large dose of team work and partnership to maximize the value of the program. It is quite common that price is only the first consideration when choosing EOP products and programs. EOP’s should be as unique as the superintendent and the property that he manages. My 35 years in the business have shown me that solving the riddle of EOP is sometimes as simple as asking a few fellow superintendents for some advice.
One great way to do that is call a few local superintendents set up a pre EOP lunch and exchange some ideas. A well-timed call to an EOP vendor may even be willing to pick up the bill for lunch in exchange for a few minutes of face-time.
